2 minMotivating Sales PeopleCurious how to motivate commission sales people? Pay higher commissions right? Won’t a high percentage naturally motivate a commission...
3 minSales Process PhilosophyThe practitioner or the process? Is a high conversion ratio the results of the process, or the rep? Should your sales department...
3 minStartup and Personal FinanceSince we work with many brand new startup companies, and since the finances of a startup and the finances of its owner are often...
1 minCommission Only. The 14-Letter WordThere are few things more challenging than hiring sales people on straight commission. While most sales people will agree that commission...
1 minNew Commission HireWhat you said: “You’re hired, you start training on Monday. Here is your territory, here are your leads, you’ll make 50 calls daily,...
2 minDifference between: Vendor & InvestorAt least a twice a month we get a call from an upstart suggesting we construct their sales department on a performance basis. What that...
2 minThe No-Show Sales RepThe DOA. Why do some sales applicants who appear to be gung-ho in the interviews drop out without so much as dropping you a line? I’ve...
2 min6 Things Commission Reps Hate MostIf you’re an upstart and on a tight budget you’re likely considering “commission only” as a route to build your sales team. Having...
2 minTime to Outsource?Is it time to outsource? To help you answer this question here are a few scenarios with corresponding "Yes" or "No"s followed by a brief...
2 minHow to promote a commission only jobIf you are reading this there is a good chance you are hiring or have considered hiring full commission sales people. Having hired...
1 minHow To: Write A Compelling Job AdTaken from our comprehensive Manual for building remote sales departments, below is the structure that we use to create job descriptions...
2 minAdding Video to Your Recruiting ProcessYou drop hundreds $$ on job ads and watch the applications roll in. Then you begin to notice that most, if not all of your applicants...
1 minExamples of Sales Comp PlansOn the subject of sales compensation. Our friends over at Time to Hire compiled an extensive list of real comp plans from real employers...
2 minHow To: Screen ApplicantsTaken from our comprehensive How To Manual for building remote sales departments, Here's a few quick tips on screening job applicants: As...
1 minMore About Interview QuestionsLast week we shared some short hand interview questions which we utilize to keep our interviews efficient and on track. Alternatively, if...
2 minInterview QuestionsIf you are in the process of hiring and interviewing for a new sales position we encourage you to have a list of questions prepared...
2 minHiring Your FriendsIn the startup world it's typical for entrepreneurs to search their inner network for sales talent. Most of us know someone who is out of...
2 minFine Print?Recently a sales applicant who failed to read the job description before applying for the job replied to my email, politely saying that...
1 minGenetically Modified Sales RepsWhat if you could genetically engineer your prefect sales rep? what would that look like? You may have noticed that some sales reps can...
1 min50% of US workforce freelance?A survey released by Upwork and the Freelancers Union indicates that the number of US freelancers hit 57.3 Million this year, or 36%, up...